Episode #152: Mike Inman
‘Yes If….’ and ‘No, But If….’
Mike Inman has taught negotiations in over 20 countries on 6 continents for the past 8 years. Prior to joining TableForce as an Expert Negotiations Trainer, Mike was a Head of Global Procurement at MGM Resorts International. He has also held procurement and supply chain management roles at American Airlines, General Motors, and Raytheon.
[01.00] Mike defines Negotiation – It’s two or more parties trying to reach an agreement, even if it’s a no. Bad news early is good news.
[01.41] Mike explains how negotiation is important for business – If we won’t or don’t negotiate, we rob ourselves of the opportunity to improve
[01.57] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Mike challenges the question, he would suggest that there is a hesitation to negotiation, as opposed to not liking negotiation.
[04.22] How do you plan and execute a high stakes negotiation – Mike believes that a sophisticated seller approaches negotiation very differently. There are three principles, the willingness to try, planning for a negotiation and raising the bar.
[08.06] What are the attributes of a good sales negotiator – Mike believes there has to be a willingness to try, they have to believe in their own value with a great story to emphasize this point.
[10.36] Mike shares his top three negotiation Do’s and Don’ts – Do, Plan, plan and execute. Do make and test assumptions. Do listen to the other side.
[12.20] Mike shares his favourite negotiation story – Mike shares a couple of negotiation fables.
More About Mike
What was the last book you read?
Never Split the Difference, Negotiating As If Your Life Depended On It
Who / What inspires you?
People who try to make other peoples lives better.
What aspect of your own negotiation skills are you most focused on improving at the moment?
Balancing getting a great deal for “my side” with making sure the other side still has a good deal. Good enough to want to do business again, both in substance and style.
Travelling, learning, and playing beach volleyball
How can our listeners contact with you?